Marketing & Advertising
The Secret to Selling Automotive Maintenance
The secret to selling automotive maintenance, according to Search Auto Parts. If you want to stabilize your car count and hold on to your customers through their purchase of new cars, you are going to have to be proficient at selling maintenance. I was listening to a...
Dealers as Hunter-Gatherers or Farmers – Where Do You Stand?
Here’s a question that’s had me thinking: Has the evolution of the automotive retail business reached a point where dealers need to stop hunting and start farming? The question came to mind during a conversation with Jamie Haruch, an industry analyst for...
FordDirect Certifies Interactive 360
Drive360®CRM from Interactive 360 is now a certified CRM system for Ford and Lincoln Dealers. Interactive 360 announces that they have completed the FordDirect certification process for their Drive360® CRM and have become an approved CRM vendor for Ford and Lincoln...
Your Service Advisors: Pushy, Passive, or Proactive?
If you’ve read any of my articles over the past five years, you already know how strongly I feel about the value of a well-trained, professional service advisor on the drive. Whether you call them advisors, consultants, customer service reps, or assistant service...
Time in a Bottle
Why are muscle cars or classic cars from the 50’s, 60’s, and very early 70’s so popular? What is the fantasy with these vehicles that enamors everyone that sees one or drives one? Being one of the few left that was a teenager in the late 50’s and 60’s, I understand...
Deal Competition Creates Good Buyer Behavior and High Prices
The dealership seller’s market remains incredibly robust. Despite our industry’s slowing growth rate (1% increase in sales year over year in June 2014), dealership profits remain high and buyers are willing to pay big blue sky multiples on high profits. This is mostly...
Talk Dealer to Me – Suburu of Puyallup Talks “Why Buy”
Talk Dealer to Me is a Q&A series that features dealership secrets to car sales and customer loyalty success, written by Rob Campbell. This month’s Q&A features a sit-down with Chris Brown and focuses on Subaru of Puyallup’s unique “Why Buy” message. Chris...
Interview with Garth Blumenthal – GM of Fletcher Jones Motor Cars
The Fletcher Jones Automotive Group opened its long-awaited Mercedes Benz store in Temecula, CA on April 18, 2014. It joins the group’s other 16 dealerships that generated more than $1.8 billion in revenue with more than 31,000 new and used vehicles retailed in 2013....
9 Advanced – and Ethical – Techniques for Spying on Your Competitors Online
9 advanced and ethical techniques for spying on your competitors online, according to Entrepreneur. Want to spy on your competitors? The information you need is publicly available and freely accessible. In this article, I’ll show you the tools and techniques that will...
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